【正文】 er ? Manila folders ? Black slide pens (fineline and thickline) “ The Ultimate Travel Package” 27 GreatAC Copyright169。 1998 Bain Company, Inc. How to be a Great AC ? Know logistics –travel plans and options –meeting times and locations –directions –phone numbers and contacts ? Know your position: be prepared to –pay for petty cash items –offer to drive rental cars –coordinate lastminute emergencies/travel changes ? Never make anyone wait for you –travel tip: don‘t check baggage ? slows you down in airports ? leaves you at risk for lost baggage Prepare to be the logistics point person for client meetings. Assuming that “someone” has taken care of logistics is a prelude to disaster. Preparation (Logistics) 25 GreatAC Copyright169。t wait until presentation is over!) –make backup userfriendly –include sensitivity analyses and other analyses beyond material shown –anticipate questions have a cheat sheet ? Make copies (when appropriate) –let your team take notes –can use copies to make changes –number pages (blue pencils don39。 1998 Bain Company, Inc. How to be a Great AC Preparation packing The AC role Ensuring the perfect client meeting Preparation: back up logistics Ensuring the Perfect Client Meeting23 GreatAC Copyright169。s a preez on Monday, but you have plans to go skiing for the weekend ?It‘s time to be a team player especially if this preez has been on the calendar for a while Situation Solution ? Offer to (1) return after your dinner and (2) e in earlier than the rest of the team to pensate ? Let your manager know that your aerobics is important to you, but also show some flexibility ?Go to your doctor‘s appointment. As a rule, let your manager know if you will be out of the office for a considerable length of time ? You know the rest of the team is here crunching, but you would really like to have dinner with a friend who‘s in town just for today ? You want to go to my morning aerobics class, but your manager calls a last minute a caseteam meeting for that time ?You have an important doctor‘s appointment, but your manager just scheduled a client meeting that you need to attend with her Pushing Back: Examples21 GreatAC Copyright169。re too smart for the type of work required ? You told your roommate you would meet her for drinks at 6:30 Advice on Pushing Back 20 GreatAC Copyright169。t like the consultant you39。ve been devoting most of your time to your other side ? You just got back from vacation ? You39。s your first week on the case ? You don39。ve been crunching past midnight for the last two weeks ? You39。 1998 Bain Company, Inc. How to be a Great AC “ Push back” are words you will hear often. When Pushing Back May Be Appropriate When Pushing Back May Not Be Appropriate ? You did the same analysis last week (and the week before) ? You have a good relationship with your consultant/CTL/manager and believe this analysis is unnecessary ? You39。 1998 Bain Company, Inc. How to be a Great AC Problem: BDP: ? No back up ? Always bring backup Hi, Manager, What do you want to talk about today? I‘m sorry but I can‘t give you that info for your update today— the client hasn‘t given me the data. I had to stay up all night because my manager kept adding to my list of things to do! I think the answer is $650M, but can‘t remember— but don‘t worry, I have it at my desk! I don‘t know how I‘m going to do this market map. None of these panies are public. What?s Wrong With This Picture? (5 of 6) 18 GreatAC Copyright169。 1998 Bain Company, Inc. How to be a Great AC Problem: BDP: ? Did not inform manager of roadblocks ? Provide your manager with frequent updates Hi, Manager, What do you want to talk about today? I‘m sorry but I can‘t give you that info for your update today— the client hasn‘t given me the data. I had to stay up all night because my manager kept adding to my list of things to do! I think the answer is $650M, but can‘t remember— but don‘t worry, I have it at my desk! I don‘t know how I‘m going to do this market map. None of these panies are public. What?s Wrong With This Picture? (3 of 6) 16 GreatAC Copyright169。 1998 Bain Company, Inc. How to be a Great AC Hi, Manager, What do you want to talk about today? I‘m sorry but I can‘t give you that info for your update today—the client hasn‘t given me the data. I had to stay up all night because my manager kept adding to my list of things to do! I think the answer is $650M, but can‘t remember— but don‘t worry, I have it at my desk! I don‘t know how I‘m going to do this market map. None of these panies are public. What?s Wrong With This Picture? (1 of 6) 14 GreatAC Copyright169。s work? ? What is the best way to articulate the key takeaways of the slide: –what is your manager expecting? –how does this analysis fit into the larger case question(s)? Presenting your data well can be more difficult than performing analysis Stepping Back 12 GreatAC Copyright169。 1998 Bain Company, Inc. How to be a Great AC More on “knowing the why” what the ACs missed…. ? “ We can do a BDP to figure out where our client can lower costs‖ ?―Costs are relatively similar‖ SACs? reaction: ? Competitor is lowest cost ? Competitor can lower price to gain share ?“Milk” is not a feasible strategy What they missed: ?Evaluate the petitive threat, not design ―milking‖ strategy Next step: Data: ? This team got caught up in the details of the analysis ?Need to step back and look at ―Big Picture‖ Lesson learned: RCP Client Competitor 0 2 4 6